Selling AI to the Burned
Points of View, Volume I
A book by Alpesh Nakrani
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- Pages
- 79
- Chapters
- 8
- Format
- PDF · 15.8 MB
What's in the book
The first collection: essays from where engineering meets revenue. On selling to buyers who have been lied to, pricing software that thinks, and the slow work of rebuilding trust in a category that spent its credibility early.
Three years of inflated claims left buyers skeptical. That skepticism is an asset, if you sell to it honestly.
Table of contents
PDF page- INTIntroduction: The Buyer Was Not Confused9
- 01The Anatomy of a Buyer Scar14
- 02Why Demos Create Belief but Not Trust21
- 03The Committee Is Not One Buyer28
- 04The Pilot Is a Contract, Not a Favor35
- 05ROI That Survives Contact42
- 06Talking About Probability Without Killing Momentum49
- REFReferences Without Theater55
- 07Qualifying the Buyer Who Tried AI Already61
- 08When the Honest Seller Walks Away67
- ENDConclusion: The Burned Become Your Best Customers73
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